A smart person once said you
need to plan your work and work your plan. In last week’s episode we
talked about setting goals for the new year. In part one of this two
part episode Mike and Joe talk about how to take those sales goals and
convert them into an territory plan that can guide your activity
throughout the year.

Back to Zero. Most sales people are starting a new sales year. The sales counter is set back to zero and its time to start chipping away at the sales quota your organization has set for you. Its also time to define your personal sales goals – what do you want to accomplish this year? In this episode Mike and Joe talk about how to go about defining your sales goals for the year and then begin the discussion on translating those goals into a territory or sales plan.